Recently, I discussed why coaching drives sales performance and helps originators learn new skills and why standards must be in place so the individual being coached understands the expected performance requirements. Today, I would like to share the most important key to successful coaching: effective feedback. Feedback is about the manager giving direction so the […]

Last week, I discussed why coaching is the most important component of a manager’s position. Effective coaching by the direct manager ensures that new behaviors are adopted by the originator. Otherwise, the sales person will revert back to their old habits at the first signs of stress. As we move into a more difficult marketplace, […]

With the market changing to purchase money, I am often asked what sales training senior executives can implement to help their sales staff make the transition successfully. Senior managers are startled when I tell them that the best training investment a company can make is to train their sales managers on how to effectively coach […]

In early July on David Lykken’s radio show “Lykken on Lending,” I spoke about the disconnect between management and sales that many mortgage companies are experiencing. I would like to share my thoughts on this important topic and discuss what I see at the top mortgage companies. While there are many reasons for the disparity, […]

In a recent interview, Warren Buffet, one of the most successful business leaders in the world, was asked what is on the top of his list when he buys or invests in a company. Buffet responded simply “sustainable competitive advantage.” The term competitive advantage is widely used but not really understood. What does competitive advantage […]